Territory Sales Manager

SUMMARY:  

The Territory Sales Manager is a results-driven individual responsible for driving revenue growth within a designated territory by developing and executing effective sales strategies. This role involves building and nurturing strong relationships with clients, understanding their needs, and delivering tailored solutions that enhance customer satisfaction. The Territory Sales Manager will conduct market analysis to identify opportunities and trends, leveraging insights to inform sales tactics and initiatives. With a strong focus on lead generation and conversion, the manager will collaborate with cross-functional teams to ensure alignment in sales efforts. By monitoring performance metrics and implementing best practices, the Territory Sales Manager will optimize sales processes, mentor junior team members, and contribute to the overall success of the organization in a competitive landscape.

PetroChoice, a leading distributor of lubricants, oils, fluids, and greases is currently recruiting for a Territory Sales Manager focusing on Automated Lubrication Systems, Servcice and Installations in the Upper midwest based out of Southern MN.  Our 'Autolube" business unit has been a leader in the region for 20+ years with advanced lubrication systems for the construction, on highway and industrial work places. 

Our mission is to provide lubrication solutions that create value for our customers. Now part of the global Moove Lubricants / Cosan family, we are even more excited to charge into the future  Our goal is to be the global standard for all lubrication companies, and currently serve from more than 50 locations across 32 states every day.

We offer a competitive starting salary, comprehensive benefit package, including medical/dental/vision, paid time off, company paid life insurance, company paid long term disability and 401K.

ESSENTIAL DUTIES AND RESPONSIBILITIES include but are not limited to the following. The Company reserves the right to add to, delete, change or modify the essential duties and responsibilities at any time.   All work is to be completed with minimum supervision and in accordance with Company standards.  Other duties may be assigned.

• Primary responsibility will the acquisition of new accounts.
• Identify leads through personal territory knowledge.  All leads will be expected to be maintained within the Salesforce CRM tool and converted to a pipeline opportunity as warranted.  Leads passed to TSM from the BDG group are expected to be followed up within a week.
• Generate and maintain a list of contacts that can be leveraged into effective referrals/introductions at new customers
• Maintain an accurate pipeline within Salesforce.com and properly execute credit applications, account setup, quotes, and pertinent customer files (e.g. T&C document).
• Introduce new FSS to customer contacts and coordinating a proper handoff of account maintenance over period of time not to exceed three months.
• Actively engage/participate in all Company marketing/sales campaign efforts.
• Understands company profitability and manages territory toward maximizing returns.
• Implements sales processes adopted by company. 
• Generates lists of prospective customers for use as sales leads (or receives lists based on information from PetroChoice or supplier’s marketing groups) and maximizes sales to those targets.
• Implements marketing strategies developed by company.  Provides feedback on market trends and industry conditions.
• Manages customer relations.  Gains comprehensive understanding of customer’s business.  Becomes and advocate for the customer while balancing needs of the company. 
• Provides solutions to customer.  Recognized by customer as a valuable resource.
• Investigates and resolves customer problems with deliveries, billing, and collections
• Performs necessary administrative work, including documenting & sharing of critical customer information thru our CRM program and other acceptable means.  Responds to internal requests for information. 
• Manages budget and expense account within company guidelines.

COMPETENCY:

To perform the job successfully, an individual should demonstrate the following competencies:

• Problem Solving - identifies and resolves problems in a timely manner; Develops alternative solutions.
• Customer Service - manages difficult or emotional customer situations; responds promptly to customer needs; solicits customer feedback to improve service; meets commitments.
• Interpersonal - focuses on solving conflict, not blaming; maintains confidentiality; keeps emotions under control; remains open to others' ideas and tries new things.
• Oral Communication - speaks clearly and persuasively in positive or negative situations; listens and gets clarification; responds well to questions; demonstrates group presentation skills.
• Written Communication – demonstrates proficiency in writing clear and concise proposals and technical documents.
• Business Acumen - understands business implications of decisions; displays orientation to profitability; demonstrates knowledge of market and competition.
• Technical knowledge – demonstrates technical proficiency within industry segment; continually develops skills and competencies necessary to fulfill job requirements.
• Diversity - shows respect and sensitivity for cultural differences; promotes a harassment-free environment.
• Ethics - treats people with respect; keeps commitments; inspires the trust of others; works with integrity and ethically; upholds organizational values.
• Dependability - takes responsibility for own actions; commits to long hours of work when necessary to reach goals.
• Initiative - takes independent actions and calculated risks; looks for and takes advantage of opportunities; asks for and offers help when needed.
• Judgment - displays willingness to make timely decisions; exhibits sound and accurate judgment; supports and explains reasoning for decisions; includes appropriate people in decision-making process.
• Motivation - demonstrates persistence and overcomes obstacles; measures self against standard of excellence; takes calculated risks to accomplish goals; demonstrates a passion for the business.
• Professionalism - approaches others in a tactful manner; reacts well under pressure; accepts responsibility for own actions.                                  

QUALIFICATIONS: 

• Industry Experience: Strong past/present experience within finished lubricant and/or like-industry will provide valuable insights into market dynamics and customer needs.
• Sales Experience: Proven track record of 3-5 years in sales, with experience in territory management and a strong understanding of B2B sales processes.
• Territory Knowledge: Familiarity with the specific market dynamics and customer segments within the assigned territory, including regional trends and competitor analysis.
• Relationship Management: Excellent interpersonal and communication skills to build and maintain strong relationships with clients and stakeholders.
• Strategic Planning: Ability to develop and execute territory-specific sales strategies that align with overall business objectives and drive revenue growth.
• Negotiation Skills: Strong negotiation skills to close deals effectively while ensuring customer satisfaction and long-term relationships.
• Self-Motivation: Highly motivated with a results-driven mindset, capable of working independently and managing time effectively.
• Analytical Skills: Proficiency in analyzing sales data and performance metrics to identify opportunities for improvement and adjust strategies accordingly.
• CRM Proficiency: Experience with CRM software to track sales activities, manage customer relationships, and report on performance.
• Team Collaboration: Ability to collaborate with cross-functional teams, including marketing and customer service, to enhance sales efforts and customer experiences.

EDUCATION/EXPERIENCE:

Bachelor’s degree in Business Administration, Marketing, Communications, Engineering, or a related field. Military experience and/or an equivalent business related acumen will be considered as well. 

Ability to read, analyze, and interpret common technical journals, financial reports, and legal documents.  Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community.  Ability to write proposals and technical documents that conform to prescribed style and format.

MATH ABILITY:

Ability to work with mathematical concepts such as probability and statistical inference; to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume; and apply concepts such as fractions, percentages, ratios, and proportions to practical situations.

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form. Ability to read and understand journal entries and the flow of information through a general ledger. Ability to define problems, collect data, establish facts, and draw valid conclusions. Ability to interpret an extensive variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables.

COMPUTER SKILLS:

To perform this job successfully, an individual should have demonstrated experience using Microsoft Excel, Microsoft Word, and PowerPoint. Salesforce is preferred.

WORK ENVIRONMENT: 

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the office work environment is usually quiet.

PHYSICAL DEMANDS: 

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

While performing the duties of this job, the employee is regularly required to sit; talk or hear and use hands to finger, handle, or feel.  The employee is occasionally required to reach with hands and arms and stoop, kneel, or crouch.  The employee must regularly lift and/or move up to 10 pounds.  Specific vision abilities required by this job include close vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

EOE.